The Pipeline

APRIL 23, 2019

The environment where what you sell will be used, consumed or processed. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. How the combination of the above impact and are impacted by your environments.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

NOVEMBER 20, 2017

Add to that the Kool Aide you’ve been made to consume before they wound you up and sent you out to conquer, and it can be devastating when someone your convinced is the perfect profile or “persona”, dismisses you, your message, and your new improved never before seen disruptive thingamajig, without even a second of consideration.

Objections 168

Objections Consumer Opportunity Prospecting 168

The Pipeline

FEBRUARY 6, 2014

Because there is so much data available, and because communication is so easy, today’s buyer almost always seeks advice from a trusted friend or consumer source before making a purchase. Research has consistently shown that consumers who convert as a result of a referral from a friend, are more loyal to a brand, spend more and stay longer.

Channels 296

Channels Influencer Lead Rank Referrals 296

The Pipeline

OCTOBER 16, 2014

Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed. Oh yes, sales is not about numbers, it is about NEW.

Social Selling 303

Social Selling Quota Consumer Up-Sell 303

The Pipeline

DECEMBER 31, 2019

It is a process to rid my life and business of all things that consume more than they contribute. As you remove the clutter, you find much simpler and less dogmatic solutions. This is not a new year resolution, nor a new decade one. That process begins tomorrow, the decade of decluttering!

Face-to-face 195

Face-to-face ACT Consumer How To 195

The Pipeline

NOVEMBER 23, 2012

Throw a $79/year Amazon Prime subscription into the mix and consumers have gifts arriving on their door the very next day after they are purchased for little to no shipping cost. Amazon has also made a huge impact on the holiday shopping scene. Amazon’s prices are often lower than those in a brick and mortar store. Small Business Saturday.

Small Business 263

Small Business Small Business Fashion Incentives 263

The Pipeline

DECEMBER 19, 2013

It is no different if you are selling services, if you target companies that can ‘consume’ more of what you sell, you will sell more by avoiding those who consume less. They discontinued offering the bottom end, their unit sales did not decline, and their revenue and margins increased.

Scale 296

Scale Fashion Margin Sales Cycle 296

The Pipeline

FEBRUARY 12, 2019

Without knowing and working these numbers, every close becomes essential and all-consuming. Knowing these numbers would make them understand that if they focused on opening opportunities, they would not have to worry about closing as much. Mostly because the scarcity mindset takes over, and we act on emotion rather than a plan.

Closing 292

Closing Quota Proposal Face-to-face 292

The Pipeline

APRIL 29, 2013

I bet I can find some internal memos at most record companies dating back to 10 years ago that called iTunes an asinine way to sell and consume music. In the end it is down to the reader, our consumer, they choose how they want to make or not make quota. Most recently, the technique was again misrepresented, and labeled asinine.

Call-back 292

Call-back Intent Quota Consumer 292

The Pipeline

DECEMBER 21, 2012

New York has passed a new requirement that online companies must charge sales tax on any sales that are shipped to consumers located in the state. In the meantime, research what products would continue to be less expensive to purchase online, even with the addition of tax, and see what you can do to have consumers buy from you instead.

Retail 239

Retail Consumer Small Business Small Business 239

The Pipeline

SEPTEMBER 15, 2016

Technology has definitely stream lined some sales processes, and has automated many tasks that unnecessarily consumed sellers time and energy. Witness the dreadful stats around the number of people in sales making quota, and the even sadder state of affairs when it comes to saas reps and quota. but clearly not the case.

Quota 120

Quota Consumer Outbound Forecasting 120

The Pipeline

AUGUST 24, 2020

But why let the issue be clouded by facts when there is a waiting public ready to consume. Making proclamations, spinning data, presenting speculation as fact , only to be undercut by facts. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls?

Call-back 290

Call-back Pipeline Face-to-face Video 290

The Pipeline

OCTOBER 2, 2014

When we look at a composition, there are all the elements you need to make it work, the parameters within which it is be played, all of which not only help the player play the piece, but helps the listener consume, enjoy and understand what the composer was trying to communicate.

Cold Calling 310

Cold Calling Face-to-face Call-back Quota 310

The Pipeline

JUNE 26, 2017

Regardless which type of sales you are involved in, which dogma you choose to consume, whose colors you wear, your day to day, deal to deal success is based on one thing, the choices you make and how you choose to act on those choices.

ACT 223

ACT Quota Exact Consumer 223

The Pipeline

OCTOBER 24, 2019

It’s hard to confidently go down the rabbit hole when your nerves and energy are consumed, keeping their planned flow on track. Recognizing them, picking them up, polishing to suit your needs, all takes time and effort. All meetings require time, so let’s look at the effort.

Prospecting 205

Prospecting Training SME ROI 205

The Pipeline

DECEMBER 3, 2019

Someone not in the market, and likely to be for a year or two, will consume different things than current buyers. Not prepare yourself, but prepare your target to become prospects, and then to become buyers. This is where knowing what is relevant to the buyer counts.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

The Pipeline

SEPTEMBER 14, 2017

This lack of definition why sales people’s time is consumed creating a narrative for their pipeline, rather than working their pipeline, especially when a manager’s idea of a pipeline review is having a story for their review with their superior.

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

The Pipeline

SEPTEMBER 14, 2012

But the one thing they all have in common is that they consume time. The challenges is that some social norms or conventions that are present in selling, and consume time unnecessarily. Others are self imposed. Five minutes here, five minutes there, and if you claw those back you can gain an hour of selling time by the end of the week.

Lead Rank 244

Lead Rank Lead Scoring Call-back Face-to-face 244

The Pipeline

MARCH 31, 2014

Create some empty time, allow yourself to not “do things”, idle time is not wasted time when consumed the right way. If you watch elite runners, they do it do, it is just that their off minute is not as noticeable as it is with old farts like me. One way, and from a timing stand point, a good one is today or tomorrow.

Up-Sell 317

Up-Sell Consumer Exact Account 317

The Pipeline

JULY 10, 2014

It can also be defined as a component of business which includes all activities, functions and institutions involved in transferring goods from producers to consumers.”. Thus, commerce is a system or an environment that affects the business prospects of an economy or a nation-state.

Case Study 275

Case Study Objections ROI System 275

The Pipeline

SEPTEMBER 4, 2017

For every one of my posts you read, you should read a post written not for sales people, but your buyer, read an engineering blog, consume a journal from the professional association of your buyer. They are more likely reading business books related to running their business, and the latest in that thinking.

Journal 192

Journal Lead Rank Lead Scoring Buyer 192

The Pipeline

JULY 2, 2019

This is highly visible in the consumer space and no less prevalent in B2B. The fear of going without, running out, not getting any, is one of the strongest emotions we carry. We look at hoarders, knowing it is just an exaggerated form of an instinct we all have. The potential of not having – drives decisions and actions.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

The Pipeline

JANUARY 24, 2014

If nothing else, the Target issue is helping us to see how exactly consumers are affected when their data is misused. Now, could Target have done anything more to prevent this major breach from happening? But there are some valuable lessons to be learned about keeping your customers’ data safe.

Outsourcing Services 267

Outsourcing Services Customer Cancellation Loyalty 267

The Pipeline

DECEMBER 22, 2014

One bold prediction, there will be an app that will take a traditional approach to client engagement, and deliver it in a way that will make it easy for everyone to consume follow and succeed, as long as they, you guessed it, they execute, because, yes, everything else is just talk.

Data 275

Data Cold Calling Revenue Social Selling 275

The Pipeline

JANUARY 2, 2017

While traditional product marketers may test the “new” in a limited way, do consumer surveys, and the occasional focus group. Just look at the recent rebranding of Key Accounts to the new look Account Based Marketing, a brilliant twist emphasising something that really isn’t there.

Sports 209

Sports Sales Enablement Account Based Marketing Exercises 209

The Pipeline

AUGUST 30, 2013

They know what they want, laser focus, and totally consumed by figuring out what they want and how to get it. They are also great closers, the best man. Can you say persistent? I remember my oldest sun approaching me when he was around seven, trying to get cookies for his brother and he.

Energy 308

Energy Intent ACT Up-Sell 308

The Pipeline

NOVEMBER 3, 2014

Each rejection is like a blow, whether we overcome them or not, they consume effort, energy and they take their toll, much like a blow in any athlete in any contact sport. We face rejection from prospects we lose, and from those we actually win, in fact we win by overcoming rejection.

Face-to-face 288

Face-to-face Sports Objections Territories 288

The Pipeline

MARCH 20, 2013

I can confidently guarantee that you will not get any more time to deliver those quotas, your only option is make room for new skills, by unlearning some unused, space and thought consuming old ones. What’s in Your Pipeline? Tibor Shanto.

Quota 288

Quota Guarantee Conference Energy 288

The Pipeline

DECEMBER 21, 2012

New York has passed a new requirement that online companies must charge sales tax on any sales that are shipped to consumers located in the state. In the meantime, research what products would continue to be less expensive to purchase online, even with the addition of tax, and see what you can do to have consumers buy from you instead.

Retail 120

Retail Consumer Small Business Small Business 120

The Pipeline

SEPTEMBER 6, 2013

This leave pipelines full of names that some mistake for real opportunities, and end up consuming time and energy before we realize that all hope had left these “opportunities” soon after they were parked, or often even before.

Pipeline 276

Pipeline Sales Qualified Lead ACT Call-back 276

The Pipeline

OCTOBER 23, 2013

While I may not always agree with the order or sequence of these, they are the right ingredients, how you mix them, then cook them up and serve them will directly impact the perception of your buyer, and their willingness to consume or buy what you are dishing.

Objections 266

Objections Buyer Up-Sell Sales Leadership 266

The Pipeline

OCTOBER 8, 2019

Your message is being consumed later, by someone who you cannot read when they are listening to your message. Many sellers approach voicemail the same way as if the prospect was live on the line. This makes their message ineffective and is usually deleted before it is completely heard.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

The Pipeline

MAY 28, 2012

He seemed excited when he discovered what I did for a living, only slightly deterred when I kept insisting my work is best suited to B2B sales, not the residential or consumer focus he was dealing in. Last week I met a young man, fresh out of school, entering real estate as a career.

System 287

System Real Estate Consumer Training 287

The Pipeline

APRIL 8, 2011

This is the first step of a campaign – investment is high and the immediate returns may be low, but remember, this is an integral part in building a population of consumers who not only know about you, but absolutely love your deals. When you’re interacting with a a consumer, you need to show them that you’re not a salesman.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

MAY 25, 2017

Broadly speaking three sates: 1) Actively looking, those people out there consuming all the content you dangle in front of them as they willingly march down their buying journey. Much of that will depend on the state of the buyer and their organization at the time of decision. You know all about these folks, 57% of the way… blah blah blah.

Top of Funnel 198

Top of Funnel Objections Face-to-face Buyer 198

The Pipeline

MARCH 18, 2013

Change is time consuming, a drain on resources, creates upheaval, usually expensive, and fraught with risk, for the organization and the individual at the centre of the decision. I’ll be the first to admit change is hard, especially for business buyers who have their handful, trying to make headway in a competitive market.

Sage 274

Sage Penetration Buyer Referrals 274

The Pipeline

OCTOBER 19, 2012

High tech sales tactics have become important over the past couple of years because so many people have moved such basic parts of their consumer life online. This of course is an important part of marketing and sales. Due to this shift, more traditional sales practices have been rendered moot.

Fashion 293

Fashion Small Business Small Business Hiring 293